Pearson New International Edition International pcl tp indd 1

Discussion Questions:
1. Review Allisha Miller’s reservation data in Situation A. What factors should she
consider as she determines the amount of the discount, if any, to be offered for
guestrooms with king-size beds? Should the same discount be offered to 
any
guest inquiring about reserving this type of room?
2. Assume that Allisha currently has only relatively few double-double rooms
available for sale at a future date. What factors should she consider as she
determines whether room selling prices should be increased?
The PMS can generate data such as these to “advise” an FOM about appropri-
ate pricing strategies based on the hotel’s specific historical bookings and the hotel’s
current booking pace. The PMS can then “recommend” pricing models to be used
based on time of year, day of week, and forecasted demand by room type.
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